Senior Sales Lead, Custody & Wealth Management

Payward, the parent company behind Kraken, NinjaTrader, Breakout, xStocks, Payward Services and CF Benchmarks, has built a globally accessible financial infrastructure platform advancing open, global finance. Payward Services (PWS) is the infrastructure arm providing regulated businesses direct API access powering Kraken's exchange, staking, and financing rails. It operates with 100+ regulatory licenses in 190+ jurisdictions and processes $2T+ in annual volume. The company is backed by strategic investors such as Citadel Securities, Jane Street, Deutsche Börse, and Nasdaq.

• 7+ years building and scaling B2B or B2B2C revenue organizations in digital asset custody, wealth management, traditional custody, or regulated financial infrastructure.
• Proven track record closing and expanding complex, long-cycle mandates with institutional clients emphasizing security, regulatory, and operational diligence.
• Deep understanding of wealth management including custodian selection, risk committees, operational due diligence, asset segregation, insurance, audit reporting, and multi-custodian mandates.
• Experience structuring custody economics such as AUC-based pricing, minimums, revenue-share models, and multi-product commercial agreements.
• Strong commercial judgment, negotiation skills, and executive presence at C-suite and board levels.
• Experience building and leading high-performing global Sales and Business Development teams.
• Demonstrated ability to implement AI-first sales tooling, CRM discipline, and scalable go-to-market systems.
• Strong international experience preferred with US and European market knowledge.
• Conviction in crypto and financial market infrastructure or strong traditional custody/fund services expertise with a path to crypto fluency.

• Grow assets under custody and custody revenue with clear ownership of targets, forecasting, and pipeline discipline.
• Develop commercial frameworks across custody, trading, and yield products including vaults and staking.
• Lead revenue across relationships from long-cycle RFP-driven enterprise mandates to mid-market motions.
• Own the full client lifecycle from qualification and diligence through agreement negotiation, onboarding, and expansion.
• Build and scale revenue growth in custody and wealth management globally using an AI-first approach to tooling and pipeline management.
• Establish Payward as the default custodian within the institutional ecosystem including fund administrators, wealth managers, prime brokers, OTC desks, and service providers.
• Partner cross-functionally with Product, Engineering, Security, Legal, Compliance, Risk, and Finance to align commercial strategy with platform capabilities and regulatory requirements.
• Expand custody footprint across the UK, Europe, US, APAC, and other priority markets considering licensing constraints and market entry sequencing.
• Feed product roadmap with client demand for asset and chain coverage, staking, reporting, integrations, collateral mobility, and off-exchange settlement.

Applicants may redact personal identifying information on their resumes related to age or educational dates. The employer considers qualified applicants with criminal histories consistent with the San Francisco Fair Chance Ordinance. The company is an equal opportunity employer prohibiting discrimination on legally protected characteristics.